Filtered by author: Brynn Everett Clear Filter

How CRM became a Bad 3-letter word

By John Golob, President and Founder of Lanetix, a CRM software company exclusively focussed on the transportation and logistics market. John has worked in CRM software since 1994.

I enjoy seeing the Marketing Director and her colleague at the TMSA Conference in Fort Myers; they’ve worked together for years and last June, they were brimming with excitement over their CRM project, green-lighted by the trucking company's CEO.

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Unraveling the mysteries of the shipper's mind

 

I’m always amazed by the truth. Like most people, I’m a champion at trying to read people’s minds and interpret people’s actions. And like most people, I’m often wrong. That’s why the shippers panel at this year’s TMSA Logistics Marketing & Sales Conference was such a powerful experience.  

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7 Qualities of an Effective Personality Assessment

By Jacque Casoni

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Trucking's secret sauce for product success: Finding the right marketing mix

A search for logistics startup companies in Crunchbase returns over 3,000 results. Add in trucking and shipping and that number grows further. All of those companies believe they have disruptive products that will become the next big thing in trucking. But as good as their products may be, they are also competing with existing companies for visibility and market share in an increasingly crowded space. To conquer that space, a company needs the right mix of product innovation, marketing, sales and promotional efforts. Some companies are large enough that they dedicate entire departments to this while others choose to outsource these functions.

“The big thing for us is two-fold,” explains Thom Schoenborn, vice president of marketing for Instructional Technologies (ITI), which outsources its marketing and PR efforts to LaunchIt Public Relations. “One is skill-set, and the other is resources, which is to say budget and time.”

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Developing a Company Culture of Innovation

By Ricardo Roman of Caliper. Caliper is a human capital analytics company leveraging decades of data and validated assessment results to predict and select high-quality candidates and is a TMSA Affiliate member.

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A Newbie's Takeaway from the 2018 TMSA Logistics Marketing & Sales Conference

By Conrad Winter, a freelance copywriter specializing in content and copywriting for transportation and logistics. Based in Metuchen, NJ, he creates website copy, campaigns, blog posts, whitepapers and case studies for carriers, 3PLs and industry associations. 

Why was I so surprised to feel connected when I attended the TMSA conference in Fort Meyers earlier this month?

After all, transportation and logistics today is all about connecting—data, experiences, services, geographies, equipment—you name it. And the better you can connect, the more successful you become.  



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5 Tips for Hiring and Managing "Twenty-Somethings"

 

Let’s get this out of the way first:  Millennials have been such a frequent topic in hiring discussions recently that managers are admitting to being positively fatigued by the word.  If you’re in that camp, it may come as good news that soon it won’t even be the right word when we’re talking about younger, less-experienced workers. Some Millennials have been in the workforce for well over ten years, and—are you ready for this—you’ll be receiving job applications from Generation Z pretty soon. You may even have one or two as interns!

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Shippers Don't Want Your Old Marketing & Sales Tactics

By Erika DeBlasi, Marketing Coach at TranStrategy Partnersthe premier partner for freight brokerage firms looking to maximize their business and accelerate their performance. TranStrategy Partners is a TMSA Affiliate member. 

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TMSA Conference Insights on Recruiting and Retention

During the 2018 TMSA Logistics Marketing & Sales Conference, attendees had their choice of 20 topics that involved peer-to-peer discussion on opportunities, challenges and best practices involving those topics. One topic was on Talent Recruiting and Retention. Rachel Hayden and Denise Crockett of Confidential Career Solutions facilitated discussions on this topic and shares a summary of what their peer group discussed:

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What I Learned at the TMSA Conference

By Jeff Davis, Sales & Marketing Alignment Expert at jd2 Consulting Group and Opening Keynote at the 2018 TMSA Logistics Marketing & Sales Conference. With rich experiences in both Sales and Marketing, Davis takes an extremely unique approach to business development that focuses on aligning both functions to create a sense of "Togetherness" and a focus on revenue generation.

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10 Reasons Google Hates Your Website - And What You Can Do About It

By Chris Peer, Owner & CEO of SyncShow. Peer presented "10 Reasons Google Hates Your Transportation & Logistics Website - And What You Can Do About It" at the 2018 Logistics Marketing & Sales Conference.

Your website has the potential to be the most important member of your logistics sales team. But just like your sales team members, your website must constantly stay at the top of its game if it's going to generate the kind of leads needed to meet your business goals. 

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Award-Winning Strategies: PeopleNet Video Intelligence


In an ever more litigious culture, collision costs are growing significantly each year. According to the Large Truck Crash Causation Statistics, in 2013, the average cost for trucking companies per accident was more than $11 million for those that involved fatalities, close to $500,000 for those with injuries and nearly $75,000 for ones that caused property damage. Without a neutral eyewitness on the scene, it’s often impossible to prove that accidents were not the fault of the truck driver.

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Creating "Togetherness" To Drive Revenue Growth

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

In today’s business environment it is becoming more and more important to have strong alignment between Sales and Marketing. The Aberdeen Group’s research shows that companies that optimize the marketing/sales relationship grow revenue 32% faster. This is clear evidence that the dysfunctional and sometimes toxic relationship between these two functions can no longer exist if the organization is to succeed against the competition. Some may ask then why don’t we just appoint an executive, like a Chief Revenue Officer, and make them work together?

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It's Time for HR to Embrace People Analytics

“Talent is now the most scarce and valuable commodity on earth, so companies who really understand how to attract, retain, and manage people will win.” - Josh Bersin, principal and founder of Bersin by Deloitte, Deloitte Consulting LLP. (1)

It is undeniable that the demand for talent across the business world has been picking up for the past few years, and the things employees value most have shifted as well, partly because of generational attitudes and partly because new technologies redefining the workspace.

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How I Achieved Alignment With My VP of Sales

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

I've talked to many leaders about the need to align B2B Sales and Marketing. Through those exchange of ideas, I've learned a lot about where a majority of companies are in their journey toward alignment. Now that a significant amount of attention has been directed at alignment, we are starting to see more research that helps us better understand its impact on revenue. This evidence has given more leaders confidence in taking an alignment initiative between Sales and Marketing serious. However, two major challenges persists -(1) knowing what good looks like and (2) knowing how to get started. Because of this, I wanted to share my thoughts on how I would go about aligning with my sales counterpart.

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6 Tools for Teambuilding in a Global Economy

The importance of effective teamwork has never been more critical than it is now. Why? Simply put, businesses aren’t run the way they used to be. In the past, organizations had a clear top-to-bottom hierarchy, departments were self-contained, and neat borders existed between individual roles. Such a set-up may appeal to our sense of order, but, as we all know by now, silos aren’t particularly efficient or agile in today’s business environment.

Thanks to technological innovations in an ever more global economy, a new world of possibility has opened up regarding how we conceive, develop, and deliver products and services. And it takes a new kind of teamwork to pull it off successfully.

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How Sales Can Win Before 57% of the Buyers Journey is Over

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

There has been a lot of talk lately about the news that CEB released some time ago that shows us that the typical B2B buyer is already 57% through the purchase process before reaching out to sales. Additionally, the average number of decision makers on a typical purchase has increased from 5.4 to 6.8 according to Brent Adamson, Principal Executive Advisor at CEB.

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Blockchain in Logistics and Supply Chain

A veteran of the logistics industry, Jason Ickert has more than 20 years’ experience providing creative and innovative supply chain solutions to North America’s largest shippers. At his role at FLS Transportation Services, Jason focused on building highly effective teams that deliver profitable revenue growth while providing an exceptional customer experience throughout their buyer’s journey. View the original article.

The Only Constant is Change.
Recently, the logistics and supply chain industry has been rife with disruption. Even though these events have significant supply chain cost ramifications I am not referring to the perfect storm (see note below) we are experiencing in the North American transport market. I am referring instead to innovative disruption, specifically the conceptual rise of the digital freight forwarder/broker, and segments of the traditional supply chain that can be digitized. 


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Framework for Success: Sales and Marketing Alignment

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

I think that most B2B leaders across industries would agree that Sales and Marketing Alignment is a necessary transformation that needs to happen. This is a historical relationship that has suffered for many reasons. As more and more focus and information starts to be generated about this alignment, my fear is that executives will lose sight of what is important - the shiny object syndrome. Thus, it is my intent to help drive for clarity while using the great research and insights we get from industry experts. We can have all the greatest insights, research, and thought-leadership, however, if we can't make it actionable for today's leaders then it becomes useless. We need to focus on creating a framework for success.

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4 Critical Elements of Succession Planning

You will be replaced.

Don’t feel bad; it happens to all of us. It’s the cycle of life in the business world. But whether you are taking on a new role or sailing into retirement, it’s important that the person following your footsteps is ready and able to tackle the challenge. Hopefully, that person is already on the payroll.

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